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Salesforce ADX 201 > Sales and Marketing Applications > Flashcards

Sales and Marketing Applications Flashcards

12%

1
Q

What do Sales processes allow?

A

They define the custom set of sales stages that an opportunity must pass through during the lifecycle of open to close.

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2
Q

What are opportunities?

A

They are used to track sale deals in Salesforce.

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3
Q

What happens to the sales stages if no opportunity record types are found?

A

All sales stages picklist values can be selected.

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4
Q

How is the expected revenue calculated on opportunities?

A

The probability field is multiplied to the amount field. For example, if probability is 10% on the prospecting stage and the amount is £15,000 the expected revenue is £1,500.

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5
Q

What should an admin do if the company needs different opportunity stages for different opportunities?

A

They will need to define a sales process, this allows the admin to define a custom series of sales stages.

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6
Q

What are opportunity record types used for?

A

To assign sales processes, picklist values, page layouts etc. When you make a record type you will need to choose a sales process.

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7
Q

How are forecast categories assigned?

A

They are assigned on opportunity stages (i.e. Pipeline, commit, omitted, closed)

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8
Q

How is forecast measured?

A

Revenue and/or quantity

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9
Q

What are quotes?

A

Quotes are records that can be created from an Opportunity and shows the proposed prices for products and services in salesforce for a customer. They need to be enabled in set up.

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10
Q

How can you share a quote externally?

A

You can use a button to generate a quote PDF. You can either save and email the quote or just save it to a quote.

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11
Q

How to you create the quote templates?

A

Go to set up and search for Quote Templates, you can make a new one there. The editing is just a page layout.

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12
Q

What is quote syncing used for?

A

Allows users to link a quote to the opportunity the quote came from and reflect the updates made between the two records

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13
Q

I want to be able to sync a quote and an opportunity together using custom fields, how do I do this?

A

Natively you can’t sync custom opportunity fields or custom opportunity line-item fields. To do this you have to install an AppExchange app or write a trigger.

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14
Q

What is a quote line item?

A

They are automatically created when you create a quote from an opportunity based on the products in that opportunity. It is a record that stores information about a product or service that a sales representative has quoted.

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15
Q

What are opportunity splits?

A

Allow opportunity revenue or other opportunity currency fields to be split among the opportunity team members.

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16
Q

What needs to be enabled before you can enable Opportunity Splits?

A

Team Selling

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17
Q

What are the default opportunity splits?

A

Revenue split - Split the opportunity amount field, must always be equal to 100%

Overlay split - Based on the amount field and not needed to total to 100%

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18
Q

What is the default opportunity split and what happens to all historical opportunities?

A

The owner of the opportunity will have 100% of the split. To edit this you have to edit the related list on the opportunity record page.

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19
Q

Can custom opportunity splits be created? What currency fields can a split not be used on?

A

Yes - up to 6. It will not work for formula currency fields.

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20
Q

What needs to be used when a team that has collaborated on an opportunity would like their equal share of compensation based on their contribution to the sale?

A

An opportunity split should be used to dictate what currency fields are used to decide the compensation and also their contribution as a %.

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21
Q

What is forecasting used for?

A

Predict sales revenue and quantities from the opportunity pipeline.

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22
Q

What are orders and reduction orders?

A

An order is an agreement with a customer to provide products or services at a certain quantity, price and date

Reduction orders can be used for cancellations, returns or reductions

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23
Q

Why might you want to create opportunity record types? Name 3 reasons.

A

Different layouts
Different picklist values for same picklist fields across record types
Different sale stages

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24
Q

How do you allow forecasting to users?

A

You check the “Allow Forecasting” checkbox in the user detail record

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25
Q

What is a forecast hierarchy?

A

It follows the org hierarchy and you can define who has access to view other users forecasting records and as well as edit.

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26
Q

What is the main difference between role hierarchy and forecast hierarchy>

A

Role hierarchy - Access all subordinate records below you

Forecast hierarchy - access all forecasting records one level below you

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27
Q

What are the default statuses in an order?

A

Draft
Activated

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28
Q

How do you enable reduction orders and negative/zero quantities?

A

In the order settings

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29
Q

What is a price book?

A

Pricebook is an object that stores the list of products and their prices. You must have a pricebook in order to add a product to an order.

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30
Q

Can an order proceed before a contract is activated?

A

No - if the order is associated with a contract, the contract must be activated before the order is activated.

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31
Q

What is the contract object used for?

A

To define a document the contracts, terms, or agreements associated with an order, account or opportunity.

32
Q

What should you do - A customer wishes to cancel part of their order they placed last week

A

Create a reduction order related to the original order

33
Q

What is a product line item?

A

A single instance of a product that is associated with a deal, quote, invoice etc.

34
Q

What is a product schedule?

A

Used to determine the payment and delivery cycles for products

35
Q

What is a standard price and custom price book?

A

Standard price book - Master list of all products and their standard prices

Custom price book - separate list of products with custom prices

36
Q

What is a standard price, a sales price, and a list price?

A

Standard price - the price in the standard price book

Sales price - a price of a product that was determined by a sales representative.

List price - the custom price in a custom price book

37
Q

What is the Home Page Assistant used for sales?

A

Allows sales users to view important updates about their leads and opportunities.

38
Q

Can paths be defined per record type?

A

Yes

39
Q

What is defined per step in a path?

A

Key fields - important fields to note down in that exact step

Guidance - Text to inform the user how to be successful during that exact step

40
Q

What is a sales console?

A

A custom app that allows working on multiple related records in one dashboard interface.

41
Q

What is a Sales Dialer

A

Allows access to telephony features without leaving Salesforce

42
Q

Can a single product have multiple list prices in different currencies?

A

Yes

43
Q

What do the following org wide sharing settings achieve for price book visibility?

Use
View only
No access

A

Use - default sharing and allows visibility to the price book and use it on opportunities
View only - only allows visibility but not to use on opportunities
No access - restricts access

44
Q

What is a Big Deal Alert?

A

Can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount

45
Q

What is the following?

Lead Process
Lead Queues
Lead Conversion
Lead Assignment Rules
Web-to-Lead
Lead Auto Response Rules

A

Lead Process - steps in a lead lifecycle

Lead Queues - Store leads before they have an owner

Lead Conversion - Convert lead into an account, contact and opportunity

Lead Assignment Rules - Assign a lead to a user or queue

Web-to-Lead - Generate leads from information submitted by online visitors

Lead Auto Response Rules - Auto response rule to send an email on lead submission

46
Q

What is a lead?

A

A lead is a person who is interested in your product or services (also known as a prospect).

47
Q

Is an opportunity required to convert a lead?

A

No - you can have the option when converting to not create or choose an existing opportunity.

48
Q

How do you map lead fields when you convert them? Do you have to map standard fields?

A

Under the Lead object you click on Map Lead Fields.

You only have to map custom fields, standard fields are already mapped.

49
Q

How do you prevent spam in Web-to-lead?

A

Check require reCAPTCHA

50
Q

What field controls the Lead life cycle?

A

Lead Status

51
Q

What is the Lead owner?

A

The user or queue that owns the lead?

52
Q

What happens if no lead assignment rule is used?

A

It will assign the lead to the default user provided in the Lead settings.

53
Q

How do you change the Lead process?

A

By assigning the process with a Lead record type

54
Q

What do the following Lead actions provide?

Change Lead Owner
Change Lead Status
Add to Campaign

A

Change Lead Owner - Change the owner of multiple leads at once
Change Lead Status - Change the Lead status of multiple leads at once
Add to Campaign - Add multiple leads to a campaign

55
Q

When converting a lead you can pair the lead to an account, but what happens if you have a Persons Account org?

A

If the company field of the lead record is empty, a person account can be created or updated

56
Q

How many Lead Assignment rules can be active at once? How do they work?

A

Only one, you can create multiple but only one can be active at one time. It will treat it like an IF statement as the rule entries are evaluated one at a time.

57
Q

What is the limit of leads generated from a web-to-lead?

A

500

58
Q

What are campaigns used for?

A

To store and track information about marketing activities. The idea is to create campaigns to market directly to leads so that prospects can be turned into sales opportunities.

59
Q

What is a Campaign path?

A

Manage the lifecycle of a campaign

60
Q

What are targets in campagins?

A

It can be existing leads, contacts, accounts or new leads imported.

61
Q

What permission is needed to allow access into campaigns?

A

Marketing User needs to be ticked in the user record

62
Q

How many mass email limit per day is allowed in Salesforce?

A

5000 per day, you can add more through AppExchange

63
Q

If you’re running the same campaign over a period of time, how can you efficiently clone the information across?

A

Go to the campaign that you want the data from and Clone with related records.

64
Q

I can’t see a way to add accounts as members in a campaign, what do I do?

A

As an admin go to Setup and under the Campaign settings, enable Accounts as Campaign Members

65
Q

I want to be able to Send List Email at midnight to all of my campaign members, how do i do that?

A

Under the related list go to Campaign Members and click Send List Email. Choose a template and select the Send Later option and choose the right date and time.

66
Q

What is Campaign Influence used for?

A

Helps firms associate their marketing efforts to match with opportunity record results.

67
Q

What are the two types of Campaign Influence and what are they used for?

A

Campaign Influence 1.0 is the original version and only available on SF Classic

Customizable Campaign Influence helps associate percentages of influence to multiple campaigns or 100% to a single campaign and is available on classic and lightning.

68
Q

What is a member status?

A

Leads, contacts, or accounts can be added to a campaign as a member. Each campaign defines its own member status values. You can clone this to another campaign if needed.

69
Q

How many levels can a campaign hierarchy have?

A

There can be up to 5 levels and an unlimited number of sibling campaigns

70
Q

What is the following formula for?

((Total Value of Won Opportunities – Campaign Actual Cost) / Campaign Actual Cost) * 100.

A

Campaign ROI

71
Q

What is a Revenue Product Schedule?

A

Revenue schedules allow tracking of revenue that is not received up front and is paid in instalments or a subscription.

72
Q

When using Lightning Dialer, which feature allows sales reps to use a separate business line to make and receive calls?

A

Call Bridge

73
Q

Which Lightning Dialer feature can be utilized by sales reps to refer back to important conversations to improve their selling techniques?

A

Call recording

74
Q

Which feature allows identifying high-quality leads based on the company’s successful conversion patterns?

A

Einstein Lead Scoring

75
Q
A

Salesforce ADX 201 (7 decks)

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